Glossario
Lettera W
Warm call
A sales call made to a prospect who has prior awareness or engagement with the company, making outreach more effective.
Warm outbound
Outbound sales efforts targeted at prospects with prior engagement signals or contextual triggers.
Warm outreach
Sales or marketing outreach performed toward leads who have demonstrated interest or relevance.
Weight
In analytics or compensation models, the relative importance assigned to a specific metric or variable.
Weighted pipeline
A sales forecasting method where each opportunity is multiplied by its probability of closing to estimate expected revenue.
Weighted sales pipeline
A forecasting model where each opportunity in the pipeline is assigned a probability of closing, and expected revenue is calculated accordingly.
Whale hunting
A sales strategy focused on targeting very large, high-value accounts with long sales cycles and significant revenue potential.
Win rate
The percentage of closed-won deals compared to total opportunities pursued, used to measure sales effectiveness and qualification quality.
Win-back strategies
Tactics designed to re-engage and recover former customers who have churned, typically through targeted offers or personalized outreach.
Win-loss analysis
A structured evaluation of why deals are won or lost, used to improve sales processes, messaging, and competitive positioning.
Workflow automation
Using technology to automate repetitive tasks, streamline processes, and reduce manual work across sales, marketing, and operations.
